Finance and Insurance - The Profit Center I would like to make myself clear on a few items of interest before I get too deep into the sales processes at any dealership, including: automobile, recreational vehicles, boats, motorcycle, and even furniture or other big ticket items. A business has to turn a fair profit in order to stay in business. I believe that they should make this profit and use it to pay better quality employees a premium wage in order to serve you better. The financial strengths or weaknesses of any business can definitely have a dramatic effect on your customer service and satisfaction. I do not, in any shape or form, wish to hurt a dealerships profitability, as it is essential for his survival. I merely want to advise people how to negotiate a little better in order to make the profit center more balanced. Let's get right down to this! Every dealership has a finance and insurance department. This department is a huge profit center in any dealership. In some cases, it earns more money than the sale of the automobile itself. Profits are made from many things that most buyers do not understand. You as a consumer should understand the "flow" of the sales process to understand the profit centers that are ahead of you. Most negotiating from the consumer seems to stop after the original price is negotiated and agreed upon. Let's examine just a small portion of what leads up to that point. The first thing that every consumer should understand is that when you go to a dealership several things come into play. One of the most important things that I could point out to you is that you are dealing with a business that has been trained to get the most amount of money from you as they can. They are trained and they practice these tactics everyday, day after day, week after week, month after month, and year after year. Let me point out a couple of important facts that I have said in this paragraph. First, you'll notice that I said a dealership and not a salesman and secondly, I emphasized times of day after day, week after week, etc. etc. This was done to let you know that the salesman is working very closely with the sales managers in order to make as much money as he can. Your interests are really not their objective in most cases. One tactic that is used heavily in the business is that the salesman says he is new to the business. This may be true or not, however; keep in mind that he does not work alone. He is working with store management, who gives him advice on what to say and when to say it. These guys or gals are very well trained on how to overcome every objection that you may have to buying from them. They have been trained in the psychology of the buyer and how to tell what your "hot buttons" are. They listen to things in your conversation that you may say to one another as well as to the salesman. They are trained to tell their desk managers everything that you say and then the desk manager is trained to tell the salesman exactly what and how to answer you. A seasoned salesman does not need as much advice from his desk and may negotiate a little more with you directly without going back and forth. The process of negotiation begins the moment that you walk into the front door or step foot out of your car and begin to look at vehicles. Different stores display inventory in different ways. This is done for crowd control or more commonly known as "up control". Control is the first step in negotiating with a customer. Ever who asks the questions controls the situation. Let me give you an example: A salesman walks up to you and says "Welcome to ABC motors, my name is Joe, and what is yours?" The salesman has just asked the first question- you answer "My name is George." He then asks you what you are looking for today, or; the famous "Can I help You?" As you can see, step after step, question after question, he leads you down a path that he is trained to do. Many times a well trained salesperson will not answer your questions directly. In some cases, they only respond to questions with other questions in order to avert the loss of control. An example of this could be something like you asking the salesman if he has this same car with an automatic rather than a stick shift. Two responses could come back to you. One would be yes or no, the other could very well be something along the lines of: 'don't you know how to drive a stick shift?" In the second response the salesman gained more information from you in order to close you. Closing means to overcome every objection and give your customer no way out other than where do I sign. The art of selling truly is a science of well scripted roll playing and rehearsal. We have established that the negotiating process begins with a series of questions. These questions serve as two main elements of the sales process. First and foremost is to establish rapport and control. The more information that you are willing to share with you salesman in the first few minutes gives him a greater control of the sales process. He has gathered mental notes on our ability to purchase such as whether you have a trade in or not, if you have a down payment, how much can you afford, are you the only decision maker (is there a spouse?), how is your credit, or do you have a payoff on your trade in? These are one of many pieces of information that they collect immediately. Secondly, this information is used to begin a conversation with store management about who the salesman is with, what are they looking for, and what is their ability to purchase. Generally, a sales manager then directs the sales process from his seat in the "tower". A seat that generally overlooks the sales floor or the sales lot. He is kind of like a conductor of an orchestra, seeing all, and hearing all. I cannot describe the entire sales process with you as this varies from dealer to dealer, however; the basic principals of the sale do not vary too much. Most dealerships get started after a demo or test drive. Usually a salesman gets a sheet of paper out that is called a four square. The four square is normally used to find the customer's "hot points". The four corners of the sheet have the following items addressed, not necessarily in this order. Number one is sales price, number two is trade value, number three is down payment, and number four is monthly payments. The idea here is to reduce three out of the four items and focus on YOUR hot button. Every person settles in on something different. The idea for the salesman is to get you to focus and commit to one or two of the hot buttons without even addressing the other two or three items. When you do settle in on one of the items on the four square, the process of closing you becomes much easier. One thing to keep in mind is that all four items are usually negotiable and are usually submitted to you the first time in a manner as to maximize the profit that the dealer earns on the deal. Usually the MSRP is listed unless there is a sales price that is advertised (in may cases the vehicle is advertised, but; you are not aware). The trade value is usually first submitted to you as wholesale value. Most dealers request 25-33% down payment. Most monthly payments are inflated using maximum rate. What this all boils down to is that the price is usually always negotiable, the trade in is definitely negotiable, the down payment may be what you choose, and the monthly payment and interest rates are most certainly negotiable. If you do your homework prior to a dealership visit you can go into the negotiation process better armed. You still need to keep two things in mind through this process. The first item is that you are dealing with a sales TEAM that is usually highly skilled and money motivated. The more you pay the more they earn. The second item to remember is that you may have done your homework and think that you are getting a great deal and the dealer is still making a lot of money. The latter part of this statement goes back to the fact that it is essential for a dealer to make a "fair" profit in order to serve you better. Once your negotiations are somewhat settled, you are then taken to the business or finance department to finalize your paperwork. Keep in mind that this too is another negotiating process. In fact, the finance manager is usually one of the top trained sales associates that definitely knows all the ins and outs of maximizing the dealerships profit. It is in the finance department that many dealers actually earn more than they earned by selling the car, boat, RV, or other large ticket item to you. We will break these profit centers down for you and enlighten you as to how the process usually works. Remember that finance people are more often than not a superior skilled negotiator that is still representing the dealership. It may seem that he or she has your best interests at heart, but; they are still profit centered. The real problem with finance departments are that the average consumer has just put his or her guard down. They have just negotiated hard for what is assumed to be a good deal. They have taken this deal at full faced value and assume that all negotiations are done. The average consumer doesn't even have an understanding of finances or how the finance department functions. The average consumer nearly "lays down" for anything that the finance manager says. The interest rate is one of the largest profit centers in the finance department. For example, the dealership buys the interest rate from the bank the same way that he buys the car from the manufacturer. He may only have to pay 6% to the bank for a $25,000 loan. He can then charge you 8% for that same $25,000. The dealer is paid on the difference. If this is a five year loan that amount could very well be $2,000. So the dealer makes an additional $2,000 profit on the sale when the bank funds the loan. This is called a rate spread or "reserves". In mortgages, this is disclosed at time of closing on the HUD-1 statement as Yield Spread Premium. This may also be disclosed on the Good Faith Estimate or GFE. You can see why it becomes important to understand bank rates and financing. Many finance managers use a menu to sell aftermarket products to you. This process is very similar to the four square process that I discussed in the beginning. There are usually items like gap insurance, extended service contracts, paint and fabric guard, as well as many other after market products available from this dealer. The menu again is usually stacked up to be presented to the consumer in a way that the dealer maximizes his profitability if you take the best plan available. The presentation is usually given in a manner in which the dealer wins no matter what options are chosen. With the additional items being pitched to you at closing, your mind becomes less entrenched on the rates and terms and your focus then turns to the after market products. Each aftermarket item can very well make the dealer up to 300-400% over what he pays for these items. Gap coverage for example may cost the dealer $195.00 and is sold to the consumer for $895.00. The $700.00 is pure profit to the dealer and is very rarely negotiated down during this process. The service contract may only cost a dealer $650.00 and is being sold for $2000.00. The difference in these items are pure profit to the dealer. You see, if you only paid $995.00 for the same contract, the dealer still earns $345.00 profit from you and you still have the same coverage that you would have had if you had paid the $2000.00. The same is true for the gap coverage. You are covered the same if you paid $395.00 or $895.00 if the dealers costs are only $195.00. The only difference is the amount of profit that you paid to the dealer. Another huge profit center is paint and fabric protector. In most cases the costs to apply the product are minimal (around $125.00 on average). In many cases the dealer charges you $1200-$1800 for this paint and fabric guard. As you can see, these products sold in the finance department are huge profit centers and are negotiable. I also have to recommend the value of most all products sold in a finance department. It is in your best interest to get the best coverage possible at the best price possible. Always remember this: The dealer has to make a fair profit to stay in business. It just doesn't have to be all out of your pocket.

Hati-Hati! Jika Tersalah Bacaan Surah Al-Fatihah, Kita Akan Tersebut Nama-Nama Iblis Dan Syaitan Di Dalam Solat! Jangan Ambil Mudah!











































Expat Banking - Personal Finance For the Intrepid Investor Here at Q Wealth we often receive emails and calls from people who are confused about how to manage their finances once they become expats or non-residents. I'm not talking so much about tax preparation or returns, but rather about the practical aspects of banking across borders. For example: Do you need an offshore bank account? What is the difference between a multi-currency account and multiple currency accounts? Should I keep my money in the country where I am living? Can I still access my online brokerage account from overseas? These are all typical questions we are asked, and I will answer these and more in this article. Let's make up two typical composite characters, Bill and Mary Expat, who are retiring early abroad and planning to travel frequently. To make things easy, let's say they are American. They have decided they like the laid-back lifestyle of Latin America, but they are still wavering between retiring in one of the more popular expat havens like San Miguel de Allende in Mexico, or Bocas del Toro in Panama... or maybe they would like to go to a more exotic, adventerous place like Columbia or Brazil. They don't know yet. Either way, getting there is half the fun, and Bill and Mary are determined to enjoy the journey. For the moment, they are going to up stumps and travel! Bank Accounts and ATM Cash Withdrawals Bill and Mary are starting out on their journey with a few accounts at banks in their home country, the USA. Like most couples, they have a couple of joint checking accounts, a savings account, a credit union account and a few credit cards. It's certainly worth keeping these home country accounts. US checks are still useful in many Latin American countries, where they can be cashed at the friendly neighborhood casa de cambio. This is a good way to access cash for things like daily living expenses or home improvements. Typically the casas de cambio give a better rate of exchange than ATM machines without charging any fees, and without being subject to daily limits. But of course, before they will cash checks for you on the spot, they must know you. It is best to referred by an existing client, so ask around the "expat experts" in your chosen area. US bank accounts will also be useful for paying bills at home. Regular bills like insurance payments may be debited automatically, while one-off bills might be best paid by mailing a check. Regular income like social security checks can be direct deposited into the US checking account. Many people don't even know they have daily cash withdrawal or spending limits on their ATM or credit cards until the day they urgently need a reasonably large amount of money. Scared of building up a large amount of cash at home, they wait until the last minute to withdraw funds, assuming that because they have the money in their account, they can withdraw it using their debit cards. Big mistake! They have to pay their builders in cash and the cash dispenser refuses to spit out the money. In addition to that, many countries have just one or two ATM networks and these networks automatically impose their own daily limits. It's important to understand in this respect that there are actually three different types of daily limits you must contend with: o Daily cash withdrawal limit imposed by the bank that issues the card o Daily purchase limit imposed by the bank that issues the card - this applies to non-cash purchases, where you sign a card purchase voucher in a retailer. o Daily cash withdrawal limit imposed by the ATM network owner - this limit is not set by your bank, but by the owner of the actual cash machine where you are conducting the transaction. That is to say, you can ask the bank that issues your card for a permanent or temporary increase in your cash withdrawal limit. They might set it at $50,000 a day. But most ATMs don't pay out more than about $500 in one transaction. In this case as far as your card issuer is concerned, you could do 100 transactions of $500 each per day, before you hit their limit. ATM network owners set their own limits, for a variety of reasons. In Brazil, for example, things are particularly difficult. Withdrawals at night are limited to 50 reals, whereas a taxi across Sao Paulo can easily cost 150 reals. So if you are arriving in Sao Paulo on the red-eye flight, be sure to bring cash and don't rely on local ATM networks! Argentina and other countries place similar restrictions on ATM withdrawals. In some countries each bank has a different network. In other countries (Spain for example) you may find one monopoly network that controls virtually all the cash machines. They are the worst! If the network owner says nobody may withdraw more than say $500, their word is law. It doesm't matter that the card issuer allows you to withdraw $50,000. You will get $500 a day, no more! Internet Purchases and Credit Cards When you are starting out in a new country without any established credit record, and as a new, recent arrival resident, it may be hard to obtain a credit card. So it is well worth keeping credit cards from your home country too. But there are a few tips and tricks for playing the cards correctly. First, inform your card issuer that you will be traveling. Call them in advance. That's important because these days, all transactions from abroad are viewed with suspicion by automatic tracking software used by all the banks. If your bank doesn't know you are abroad, the software will most likely prevent you from suddenly spending $500 in Panama. This would, of course, be rather embarrassing if you are just leaving a restaurant with prospective business partners at midnight Panama time, early morning Eastern when your bank is closed, and you were relying on the card to pay the bill. It's also worth keeping a US billing address. This may be a PO Box or a private mailbox street address provided by an outfit like The UPS Store or Pakmail. You can get a phone number to go with it from a VOIP provider like Skype. This is important. Although your bank might be happy to mail statements to a foreign address, about 99% of online retailers are not set up to handle US cards with non-US billing addresses. Their systems will automatically detect from the card number that the card is issued in the US, then the same system will require an AVS (Address Verification System) match. AVS only works with US addresses. So if you have a US-issued card with a non-US billing address it is basically useless for internet purchases, and also for any other purchases where your ZIP code is requested (some gas stations in the US for example) Equally, you should be aware that the unique IP address of each computer on the internet, allows the merchant to see what country the order is being placed from. If you order something that is popular with card fraudsters (like a new laptop, a digital camera or gold jewelery) using a US card, US billing address but a Panama IP address, the transaction will most likely be flagged as potentially fraudulent. Usually in cases like this, you need to pick up the phone and talk to the merchant directly to explain the circumstances, so they can manually override their fraud procedures. Most merchants will be happy to do this, but some simply won't budge. Opening a Local Bank Account At some point you will most likely find you need to deal with the local banking system in the country you are moving to. For example, in most Latin American countries now you can pay your utility bills online rather than standing in line for 45 minutes to pay in cash. But you will need a local bank account to do this. Bank account opening procedures vary enormously from country to country. Unless you are moving to a known 'tax haven' the banking system will probably be geared towards locals, and you might find that you have to demonstrate official residence by means of a permit or local ID card before you are even allowed to open a local bank account. There are often exceptions to these rules - but local bank staff in small-town branches will probably not be familiar with them. It's best to ask local expats for their recommendations, and to choose a bank and branch that is accustomed to dealing with expats and foreigners. Either way, before you leave home try to get several copies of a bank reference from your home bank addressed "To Whom it May Concern" and stating that you have been a client for a number of years and that have always operated your account in good standing. These documents will prove very useful when dealing with foreign banks, both local and offshore. If your home bank says they want to address a reference to a specific bank, explain that you are travelling and are planning to buy property overseas, but you don't yet know in which country you will end up. It's not just the account opening procedures that vary a lot depending on the country you go to. So do the services offered, which may be significantly different from what you are used to at home. Make sure you take the time to understand the terms and conditions of operation related to your new account, otherwise your bank might assume one thing while you assume something totally different. For example, how long do you have to wait after making a deposit before you can write a check against it? Some countries have complicated systems of value dates where money might show up in your account even though it is not available for you to spend. If there's anything you don't understand, ask your bank. Do you need a Private Offshore Bank Account? Banking services vary widely, but are rarely of very high quality. You should probably therefore consider opening an account at an offshore bank that specializes in dealing with non-residents. You can open this in a neutral third country - places like Switzerland, the British Channel Islands, Singapore and Panama are typically good. Big names like Barclays Wealth and HSBC offer these services, as do a multitude of smaller banks. Even in this day and age it should be possible to open non-resident bank accounts by mail, without the need to travel there. You can then operate the account using internet banking and debit or credit cards. There are two main reasons why you might want to open an offshore account. The first is for convenience - you will be dealing with a sophisticated private banker who speaks your language and can offer the range of international services that you will demand. The second is for privacy and asset protection - offshore banks offer confidentiality and discretion. As you become non-resident of your home country for tax purposes, you will gain substantial tax advantages by moving your money offshore. One of the convenient services most offshore banks offer expats is the multi-currency bank account. This allows you to keep various currencies in the same account. For ease of use you have just one account mnumber, but you can keep all major currencies there and switch them at will with the click of a mouse. Another useful service is the so-called InvestLoan which allows you to borrow money in one currency at a low rate of interest, then re-invest it in a higher interest currency to make a profit. Of course this doesn't necessarily apply if you are moving to a banking center like Panama or the Cayman Islands, but if you are moving to a high tax bureaucratic country like Mexico, Brazil or almost anywhere else in Latin America, you don't want to put all your assets into the domestic banking system where the government can see them on the radar. Neither do you want to leave them in your home country like the USA which will also try to tax you on those assets! Another consideration when opening your offshore account is whether to open a personal or corporate account. If privacy is a concern for you, it is generally worthwhile forming an offshore corporation and holding the account in the name of the corporation instead of your personal name. This helps keep your account under the radar, as transfers in and out will not show your name. If you would like to open a private or company offshore bank account, there are consultants who can help you. They will explain a number of do's and don'ts, and also direct you to specific banks that you can contact directly in order to open accounts. They can also tell you which banks will open accounts for offshore corporations. A separate brokerage account is usually a good idea too, since most online offshore banks do not offer great brokerage facilities. But there are some. I know, for example, a European-owned offshore discount brokerage house based in Panama that allows you instant online access to major world markets such as New York, London and Frankfurt. Englishman Peter Macfarlane is an author and lecturer on offshore finance, investment, due diligence and wealth creation matters. After fifteen years advising high net worth clients on offshore asset protection structures such as companies, trusts and private interest foundations, he decided on a career change and now mentors individuals who are interested in creating, preserving and growing wealth in a secure offshore environment. Peter defines wealth in the broadest sense, believing that money is worthless if you don't have health and happiness. He is now joint editor of The Q Wealth Report, a publication dedicated to publishing freedom, wealth and privacy information for a select audience. More detailed articles about international living are available at the Q.